Over the past month I have been trying to meet with a certain counselor that is responsible for elective programs at a special needs school close to my house. I teach Muay Thai Kickboxing to kids and I want to offer my classes to the school.
My Approach
The problem was she was never available. On my initial visit I uncovered the information on whom I would need to talk to from the front desk operator. I gave my 30 second pitch so she knew what I was doing, dropped off a few brochures and invited her to the gym.
The next day I came back. I did not call or set an appointment because I wanted to meet the person I needed to talk to in person. She was not available. I left my information and asked that she be told I stopped in again to meet her and left. Two days later the same thing. I had acquired the times she might be available and tried to visit during those times but for one reason or another, she was not available during my visits.
At this point I made a phone call and left a message saying I had dropped in a few times to see if I could catch her – I stated what I was doing and left my number for her to call me. I did not call again.
Just A Hint Of Interest Is A Salesman’s Mile
About a week later I got a message from her with a hint of interest. This is what I was waiting for and at this point I knew I could put a little more pressure on. I called her back and left a message for her only once. At this point my strategy was to again attempt an impromptu meeting. I went in yesterday and asked to see her. I knew I was there at a time when she would be available but once again she was busy. I made a comment that she must be the hardest working person at the school. I then mentioned that she had called me and I was following up. At this point the front desk worker said she would see if there would be a chance for her to see me. She came back and said if I could stick around for 10 minutes, the counselor would have time. Finally.
The How & The Why
The lessons here are good ones.
- On my initial visit I clearly stated my reason for wanting to see the person responsible for my service. I then involved the front desk worker by inviting her to the gym and giving her some information.
- I found out what times the person I needed to see would be available. I wanted to see them in person and not pitch them over the phone. Sometimes you might just want to do some phone work but the tactics remain the same. You just make the phone call at the appropriate times.
- When I had tried a number of times to catch her in the office and was unsuccessful, I then made the phone call to try and at least have a conversation with her.
- After I made the phone call I did not keep bugging her. I let some time pass and in that time I was lucky enough, in this instance, to receive a call back that indicated some interest. If I would not have received a call back I would not have kept calling her. I would have attempted another face to face.
- I returned the call promptly and when I did not receive a call back my next move was to again attempt a face to face visit – this time applying a bit more pressure to see her.
Summary To Success
I was not a pushy salesman. I was professional and persistent but not overly aggressive. This goes a long way, especially today when people are bombarded by sales tactics all day long. The end result was the possibility of both my classes and the Judo classes offered by another instructor. It just so happened that the school was looking for a knew venue to offer the Judo classes at. So you just never know what you will run into but I guarantee if you put yourself out there and use some professional tact you will find knew business. It is an important element of gaining knew business, especially in the state of the economy. You have to find new business, it will not find you.
